Salesmanship – Was That A Sign?

You’re in the middle of a discussion with your client and it’s not quite coming together. You really want the contract to come together because you know it’s the right thing for your client. You’re not sure just how much you can push without being offensive and losing the sale. How do you handle this situation? The answer can almost always be found in the signals or comments you’re getting from your client. This behavior is called “buying or selling signs”.

Buying or selling signs indicate that your client is ready to move forward with the transaction, despite other behavior or statements being made. These signs must be identified because they are a signal telling you to gently prod your clients into moving ahead with the agreement. When you receive a buying or selling sign, take a step back and think about what your next closing question should be. Consider the following examples:

• Your buyer is close to making an offer and the seller offends your buyer. It looks like the negotiations are going to fall apart. Although your buyer is upset, he offers to leave a check with you, just in case he decides to make an offer. This is a buying sign! Your buyer is telling you that he really wants the house. This is your cue to encourage them to present an offer under terms that are favorable to him.
• After receiving an offer lower than their listing price, your seller asks you if you could set up an appointment to see the condo that they like. This is a buying sign! It means your seller is ready to accept the offer, so long as they can be assured they have a place to go to.
• You’re working with a seller. They have stated several times that they are in no hurry to sell. They immediately proceed to ask you how long you think it will take to sell the home. This is a selling sign!  Despite their comments about not being in a rush, they have tipped their hand with the additional comment and really want to sell as soon as possible.
• Your buyer made an offer which was countered by the sellers for near full price. Your sellers respond to the low offer by saying, “Maybe it wasn’t meant to be.” Your buyers then proceed to ask you how they should counter. This is a buying sign! Forget the first comment. They want to buy the property.
• You’re on a listing appointment and the seller has two more appointments. You know they like you, but they want to see the other agents. They ask you how long it would take for you to get their home sold. This is a selling sign! Don’t be shy. Ask them to give you their okay so you can get started immediately.

 

In each of the above cases, your client is hinting that they want to move forward. This is when it’s important to come out of your comfort zone. Remember, buying or selling a home is one of the single-most important decisions of their life. They need someone to help them move forward by prodding them without, and your willingness to provide guidance is what separates you from mediocrity and great success!